The Business Development Director-Asia is responsible for business development and sales of prospective UAS customers in the Asia Pacific region as a direct report to the Senior Regional Director for Business Development in the Asia region. Working with the Sr. Regional Director, this position is responsible for strategic and tactical efforts as they relate to supporting existing business as well as capturing new business in the region. This position requires an experienced business development professional that is culturally sensitive, politically astute and has familiarity with regional customs. It includes recommending potential partnerships, joint ventures and/or representations, substantiated by research and due diligence results in the specifics of each campaign, to include factors relating to geopolitics, government requirements, and customer operational demands. This position is based in the Continental United States (CONUS). Candidates must reside in an area that facilitates access to and from International travel in support of the Asia regional endeavors.
Responsible for major international market segments/regions with responsibility for business strategy, capture plan development and execution, and progressive sales growth in alignment with AV strategic plans
Provides thought leadership and strategic guidance to the following areas:
Analyzes current and new markets, develop campaign / capture strategies to grow our business
Gathers pertinent information on market, customer structure, and the competition
Identifies funding sources and sales vehicles
Interfaces with local US Government teams
Identifies initial customers and technical/operational requirements including identifying influencers and key decision makers, determine ‘price-to-win' and shape requirements towards AV products
Supports and complements the Asia Sr. Regional Director
Responsible for Sales Forecast and AOP planning, tracking and status reporting to Sr. Regional Director and Intl Market Segment Lead in support of global sales operations
Identifies and develops key “value-add” partnerships that support AV strategic international growth goals
Build and maintain trusted and solid relationships across the customer organization at all levels, while facilitating the same for others within AeroVironment
Identification and creation of new business opportunities, primarily government but may include civil
Strengthens the company's reputation within the customer organization
Utilizes new business processes and Customer Relationship Management (CRM) tool
Creates capture strategies and execution plans with compelling win strategies for ongoing and new business opportunities
Supports monthly forecast review presentations to leadership, as well as annual strategic planning efforts
Identify funding sources, sales vehicles, influencers and decision-makers at prospective customers
Communicates regularly with management and work closely with PLM to provide feedback and recommendations substantiated by progressive knowledge of the customer and competitor landscapes.
Qualifies new leads and set up meetings to communicate customer requirements, campaign needs, and due diligence results
In conjunction with the Marketing, Flight Ops, Project Management, and Customer Support Departments, organizes and supports trade shows, flight demonstrations, training, and customer service visits
Other duties as assigned
Basic Qualifications (Required Skills & Experience)
Bachelor's degree in Business Administration or relevant discipline; Advanced degree is preferred
Minimum of 8-10 years of relevant Business Development & Sales experience. Prior relevant experience working with customers within the Asia Pacific region and understanding customer requirements/needs/issues, with demonstrated success.
In-depth knowledge of geopolitics, regional and in-country operational needs relating to autonomous systems, both aerial and ground (UAS and UGV).
Extensive understanding of cultural and political attributes of countries in the Asia region. Proficiency in related language(s) within the Asia Pacific region is desired
Demonstrated experience in writing proposals and winning contracts
Strong track record of successful sales of autonomous systems to defense & security entities in the Asia Pacific region
Experienced in foreign military sales (FMS), direct commercial sales (DCS), export licensing requirements, FCPA regulations, and interfacing with pertinent foreign and US government channels in areas of operation
Must be living in the region or able to relocate into the region
Must have a valid US state driver's license and clean driving record
Shall be able to travel up to 50%-60% of the time.
Other Qualifications & Desired Competencies
Having broad expertise or unique knowledge, uses skills to contribute to development of company objectives and principles and to achieve goals in creative and effective ways
Strong Business Development acumen
Strong understanding of USG acquisition and program planning processes
Demonstrated business experience working with cross-functional teams
Strong communication, negotiation, strategic planning and interpersonal skills
Computer skills with proficiency in MS Office (Word, PowerPoint, Excel, Outlook)
Able to excel in a fast-paced, deadline-driven environment, where small teams share a broad variety of duties
Able to work with a high level of independence as well as a part of high- optempo teams
Displays strong initiative and drive to accomplish goals and meet team & company objectives
Takes ownership and responsibility for current and past work products
Is committed to learning from mistakes and driven to improve and enhance performance of oneself, teammates, and the company
Focuses on teamwork and puts the success of the team above individual interests
Ability to work in an office and home office environment (Constant)
Required to sit and stand for long periods; talk, hear, and use hands and fingers to operate a computer and telephone keyboard (Constant)
Ability to travel extensively, both domestic (20%) and international (80%) including short notice requirements
Physical ability to perform in demanding terrain, in both the land & maritime environments due to customer requirements, demonstrations, product performance evaluations
The salary range for this role is:
$144,768 - $217,152
AeroVironment considers several factors when extending an offer, including but not limited to, the location, the role and associated responsibilities, a candidate's work experience, education/training, and key skills.
This position requires access to information that is subject to compliance with the International Traffic Arms Regulations (“ITAR”) and/or the Export Administration Regulations (“EAR”). In order to comply with the requirements of the ITAR and/or the EAR, applicants will be asked to provide specific documentation to verify U.S. person status under the ITAR and the EAR. A “U.S. person” according to their definition is a U.S. citizen, U.S. lawful permanent resident (green card holder), or protected individual such as a refugee, or asylee. See 22 CFR § 120.15. Some positions will require current U.S. Citizenship due to contract requirements.
Benefits : AV offers an excellent benefits package including medical, dental vision, 401K with company matching, a 9/80 work schedule and a paid holiday shutdown. For more information about our company benefit offerings please visit: https:// www. avinc.com/myavbenefits.
We also encourage you to review our company website at https:// www. avinc.com to learn more about us.
Principals only need apply. NO agencies please.
Who We Are
Based in California, AeroVironment (AVAV) is a global leader in unmanned aircraft systems (UAS) and tactical missile systems. Founded in 1971 by celebrated physicist and engineer, Dr. Paul MacCready, we've been at the leading edge of technical innovation for more than 45 years. Be a part of the team that developed the world's most widely used military drones and created the first submarine-launched reconnaissance drone, and has seven innovative vehicles that are part of the Smithsonian Institution's permanent collection in Washington, DC.
Join us today in developing the next generation of small UAS and tactical missile systems that will deliver more actionable intelligence to our customers so they can proceed with certainty – and succeed.
What We Do
Building on a history of technological innovation, AeroVironment designs, develops, produces, and supports an advanced portfolio of unmanned aircraft systems (UAS) and tactical missile systems. Agencies of the U.S. Department of Defense and allied military services use the company's hand-launched UAS to provide situational awareness to tactical operating units through real-time, airborne reconnaissance, surveillance, and target acquisition.
AeroVironment Incorporated is an equal opportunity employer, M/F/D/V and works in compliance with both federal and state laws. We are committed to the concept regarding Equal Employment opportunity. Qualified candidates will be considered for employment regardless of race, color, religion, age, sex, sexual orientation, gender identity, national origin, marital status, medical condition nor disability, genetics, veteran and all others that may apply.
U.S. Citizen, U.S. Permanent Resident (Green Card holder) or asylee/refugee status as defined by 8 U.S.C. 1324b(a)(3) required.